Wednesday, March 19, 2008

I don’t know about you but I’m the type of person who holds the door open for people, takes the extra second to let people in the elevator, and helps people with store their bags on airplanes. If this doesn’t sound like you, try putting yourself in check and becoming more “neighborly” with people. If not for any other reason, you should do it because the next door you hold open may be for the person you are attempting to do business with.

Recently, I was walking into large office building about 8 floors high, and stopped to hold the door for the person behind me. They were struggling to carry an armload of files, so I stood patiently holding the door open for what felt like an eternity (but probably no more than 30 seconds), because they looked like they were having a rough time and I was running early for my meeting. As they walked through the door I offered them a hand, but they replied they could manage and continued on their way.

Once, I reached my meeting there was a brief conference the clients I was aiming to work with requested I meet their CEO. As he entered the room, he looked vaguely familiar and I recognized him as the gentleman I held the door open for early that day. Case in point? Always get the door! Make it happen!

Tuesday, March 11, 2008

Ever had someone say that to you? I have, and the last time it happened I was on a two hour flight with someone I didn’t know. I felt like talking and the person seemed interesting enough. The more I talked to them the more interesting I found them…so I just kept asking questions. Questions about where they were from, what they did for work, family, hobbies, relationships, home, vacations and a few other topics.

I found myself digging a little deeper on each topic and asking “interested type” questions. Mostly because I was interested, it was almost like I was writing a book about that person and the more I asked the more they unfolded and the more interested I became. When we got off the plane I said “I enjoyed talking to you and getting to know you, have a great week” and they said “It seems like I’ve known you my whole life.”

When I told my ride about that conversation they said; why do you think they felt that way and I said I know why. Because I have known them their whole life and the reason is….we only talked about them and their life, nothing about me. I was asking them questions and talking to them about things that they were totally comfortable with, things that they knew everything about, things they knew all the answers too. I focused on them and talking about them, not me.

What’s the point of the story? If you want people to feel comfortable with you, start out talking about them, not yourself. If they ask you about you later on that’s fine but don’t lead with you. People do business with people they feel comfortable with, people that they feel like they know. Make it happen!